The usual global suspects dominate Asia’s M&A investment banking scene and Standard Chartered Bank is not among them. Yet from a standing start four years ago, SCB is becoming a growing force in the sector, having quickly scored some advisory successes as it builds an Asian franchise. Deal flow is sourced not from the bank’s powerful small and medium-size enterprise business but from a small number of repeat clients, says V Shankar, SCB’s global head of corporate finance.
“You have to compete where you can win,” he says. “Our fundamental strategy is brains, brawn and client relationships: the right deals with the right people. We do pure advisory work with a lot of repeat clients.”
The brainpower in the equation is applied by seeking out angles for new business that...
